B2B Sales & Key Account Management
Sep. 2017

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Key Topics

  • Reorganization & restructuring of the sales organization
  • Integration of sales & marketing
  • Leadership & change management
  • Acquisition of new customers & service to established customers
  • Sales performance excellence
  • Digitization
  • Incentive system
  • Recruiting
  • Coaching & e-learning
  • Pricing strategy & value based selling
  • KPIs
  • Reporting tools & CRM systems
  • Sales apps

Target Group

  • Head of Sales /Chief Sales Officer
  • Head of Sales Force
  • Head of Sales Organization
  • Head of Key Account Management

Agenda

Registration

08:00 - 08:45

Opening remarks

08:45 - 09:00

Sebastian Krzonkalla Director Event Production
Prof. Dr. Ove Jensen Chairholder
Lutz Klaus Owner

B2B Sales 2020: The Most Important Competences

09:00 - 09:30

Prof. Dr. Ove Jensen Chairholder

Checking The Pulse: What's The Current Stand of B2B Sales When It Comes to Digitalization?

09:30 - 09:45

Prof. Dr. Nikolas Beutin Partner, Customer Practice Leader

Digitization as a chance and challenge for B2B sales

09:45 - 10:00

Ernst Schwoshuber Head of Corporate Sales & Marketing
Andreas Geiger Head of Global Sales Excellence

Change management & value based product sales

10:05 - 10:35

Markus Hartung Director, Head of Sales EMEA - BL Catalysts

Digitization in sales using a CRM tool

10:05 - 10:35

Tobias Kablau Head of Sales
Johannes Seibel Area Sales Manager

Coffee Break

10:35 - 10:55

Empowerment & entrepreneurship in B2B sales

10:55 - 11:25

Christian Claus Head of Sales

Innovation in Sales

10:55 - 11:25

Andreas Geiger Head of Global Sales Excellence

Networking

11:30 - 12:30

Workshop: Digitization in B2B-Sales

11:35 - 12:25

Kai Hessenmüller MEE Business Development

Lunch

12:30 - 13:30

Networking

13:30 - 15:30

Workshop: Active Selling

13:35 - 14:25

Vincenzo Muratore, T-Systems International GmbH

Workshop: Virtual Reality as Sales Tool

14:35 - 15:25

Timon Vielhaber & Tobias Kemper, World of VR

Sales management as network management

15:45 - 16:15

Michael Birk Head of Customer and Project Management

Electronic SalesKit – digital content management for all the sales information

15:45 - 16:15

Sebastian Dombos Head of Sales Germany & Austria

Challenges for car rental services facing the change of business mobility

16:20 - 16:50

Marcus Scholz Director Business Unit Corporate & Mobility Solutions

Sales 4.0 – Big Iron goes Big Data

16:20 - 16:50

Ernst Schwoshuber Head of Corporate Sales & Marketing

Networking

17:00 - 18:00

Workshop: Virtual Reality as Sales Tool

17:05 - 17:55

Timon Vielhaber & Tobias Kemper, World of VR

Digital Transformation – Marketing & Sales for better Customer Engagement

18:05 - 18:35

Orhan Dayioglu Sales Productivity Consultant

Will Customer Experience (CX) save the Old Economy? 2 Years of digital Transformation towards CX

18:35 - 19:05

Robert Aubell Department Head Sales and Marketing

Networking Dinner

19:30 - 23:00

Registration

08:15 - 08:45

On The Way To An Omnichannel Strategy

08:45 - 09:15

DI Dr. Martin Buresch Manager Konzern IT - CIO

Sales efficiency in building material industry

09:20 - 09:50

Klaus Schmidt-Falk Head of Marketing and Sales

How to be successful with strategic global Key Account Management - customer oriented business development at ZEISS

09:20 - 09:50

Dietmar Huber Director Global KAM/Sales EMEA-LATAM

Networking

10:00 - 13:00

Workshop: Digitization in B2B-Sales

10:05 - 10:55

Kai Hessenmüller MEE Business Development

Workshop: Active Selling

12:05 - 12:55

Vincenzo Muratore, T-Systems International GmbH

Lunch

13:00 - 14:00

From Sales to Production Planning - An Efficient Prozess in the CRM System

14:00 - 14:30

Alexander Jonas, PhD Sales Director Western Europe - BU Liquid Purification Technologies

360° Customer view

14:35 - 15:05

Dr. Sepp Resch Head of Sales Excellence

New Challenges for Aftermarket Business

15:10 - 15:40

Dr. Volker Binger Director Global Product Management / Sales

Wrap-up by the chair and project networks

15:40 - 16:00

Sebastian Krzonkalla Director Event Production
Prof. Dr. Ove Jensen Chairholder
Lutz Klaus Owner

Evening Event

Zollpackhof

Location

Grand Hotel Esplanade Berlin

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